Abstract
Sales activities are one of the most significant activities because they are deeply involved in realizing companies' revenues. The recent spread of the customer orientation has shifted the viewpoint on the essence of sales activities: not negotiation or bargaining activities to acquire revenues from targeted customers, but service activities to deliver solutions necessitated by customers. It is plausible to assume that this viewpoint shift brings about changes in KSF in sales activities also.
Our study aims to acquire new findings on KSF in sales activities through empirical studies. Using data from a survey to sales representatives conducted in 2016, we analyzed a structure of several key factors. We will discuss findings from our analyses.
